You are a professional. Therefore, Amy O’Connor is certain you have a process – a sales path that you follow with your customers. Kudos to you. Of course are consistently looking for ways to improve your technique. There is one place she would tell you not to look for sales advice: the 1%.

We all sell, even if the word “salesperson” is not part of our job description. And to many entrepreneurs, the sales process is a great mystery. How does a non-salesperson sell? The answer, keep it simple.

It’s not enough to know what the buyer wants or why they want it. Amy O’Connor shows that real sales mastery comes when sales professionals unlock the buyer’s inhibitors, help minimize them, and free them to move forward with a purchase decision.

Complexity acts as a self-feeding organism. Left to its own, complexity will take over your business, burying your long-term growth in the process. You cannot multiply out of complexity. You must simplify in order to multiply.

As Ryan Taft works with sales pros across the country, he hears horror stories of nasty and contentious customers that even the best of the best would want to avoid. But, nasty people are a huge opportunity for you to close more sales. Most people have zero desire to work with someone who is “difficult.” They are virtually an untapped market.

There is an aura to positivity – an undefined and highly contagious energy. We gravitate to positive people. We’ll even pay for positivity. Salespeople share many similar attributes, but a common thread among the sales elite is an infectiously positive outlook.

I’ve come to expect a lot from Jeb Blount. He is one of the truly elite sales thought leaders of…

Recently, Amy O’Connor was speaking at a seminar and a participant wrote a negative review! You can’t please everyone, right? So why did it affect her so deeply? Why did it matter so much? She set out to find answers that might benefit all of us the next time we experience negative feedback. Here’s what she found.

Customers only want to know how your product will improve their lives. Their mission is not education (beyond perhaps a few simple questions). They are primarily concerned with solving some significant problem in their lives. So why are so many sales people constantly feature dumping?

What is it about customers that causes them to fixate on price? I mean, you have a great product and outstanding service – don’t they care about these things? Many factors are actually at play in this situation. But for this discussion, we’ll look at three key issues, all of which come in the form of cognitive biases – or mental inclinations.